This story is set in 1989 and starts at Brisbane airport and has to be one of the best of my sales stories reflecting environmental opportunity and sales activity with a focus on referrals and systems.

The Meet and Greet

Sitting at the airport in the café, I was greeted by a tall man in a pilots uniform, “Would you be Janet?” he asked.  The pilot’s name was John.

John was referred to me by another pilot, Peter, whom I had met at the gym I went to, and he had recently bought income protection from me.  Peter was my ‘centre of influence’ to set me on my way as he happily gave me many names and numbers of pilots around Australia.  All I did was ask for referrals.

“I will have the hostess bring you to the cockpit when you board the plane.” says John. Continue Reading…